Trafford Publishing: Getting Paid Is Good !!

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Getting Paid Is Good !!

by Jim Masson

269 pages; quality trade paperback (softcover); catalogue #03-0988; ISBN 1-4120-0618-X; US$24.95, C$29.95, EUR25.99, £18.01

Getting Paid is Good!! is a most powerful training tool that will get you paid again and again when put into action. You can't afford to be without it.

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about the book      about the author      sample excerpt and Table of Contents      catalogue info

About the Book

"Getting Paid is Good!!" is jam packed with innovative concepts, tips, effective strategies and "Golden Words' that will help establish anyone who wishes to succeed in the selling field as both a high earner and a true sales professional. You will find that "Getting Paid is Good!!" is written in an easy to read, conversational style that proves to be thought provoking and very informative.
Whether you consider yourself a sales professional, a sales rookie or simply someone eager to enter the sales arena and partake of the many great opportunities and rewards available today in the selling field, you will find that "Getting Paid is Good!!" is an indispensable part of your sales training and your reference library. You will want to refer to it again and again throughout your selling career.

About the Author

Jim Masson sold his first car at only seventeen while working part time for a General Motors dealership in a small Northern Ontario town. He was rewarded with a commission for that sale and discovered that getting paid was good! After attending college in Ottawa, Ontario, he had a successful selling career before relocating to Vancouver, British Columbia, in the early 1980's.
In Vancouver he partnered for almost ten years in an automotive service business.
After selling that business, he continued his career as Sales Manager with major automobile dealerships that achieved new levels of sales success. A number of sales people who he helped train were nationally recognized as Sales Leaders and Sales Masters and several are Sales Managers in the industry today.
Recognizing the need for professionalism and training in all areas of selling, Jim has written, "Getting Paid is Good!!" in order to share his extensive experience and success with those pursuing a career in the selling field. Jim and his wife, Wanda, make their home on southern Vancouver Island.
Jim is available on a limited basis for sales training and consulting and can be reached at gettingpaidisgood@shaw.ca.

Sample Excerpt and Table of Contents

INTRODUCTION

Nothing Happens until Something is Sold

As a professional salesperson, your number one job is to get paid. Everything you do should be to that end, whether it's building rapport with your customer, doing an effective presentation or doing a follow-up call. It's how you feed yourself and your family. It's how you please your employer. It's your reason for being a sales professional.
The best and most lucrative sales positions are either entirely commission based or a combination of a base salary and commission. Commissions are our incentive and our opportunity to be financially rewarded for doing our jobs with passion and professionalism. It's where we get paid based on our production. When we sell our products and services, we get paid. If we don't sell our products and services, we will not get paid. It's that simple.
The purpose of this book is to give you the necessary tools, not only to survive in the business, but also to become a true sales professional who earns a professional's income. When you have the skills, as a professional salesperson you are in the position to literally write your own paycheck. You never need to fear being unemployed because true sales professionals are in constant demand in virtually every sector of the economy.
There have been hundreds of books and manuals written about selling skills and techniques. What makes this any different from the rest? For the seasoned salesperson, many areas will be familiar but the psychology of selling and human interaction will be the target of this book even more than focusing on techniques. You will discover the "Contrarian" approach to many sales situations.
You will learn how to obtain the 2% advantage in order to win. My goal is to help you get on the fast track to personal achievement and financial success.
The information that has been compiled here comes from a multitude of sources, gathered over a long career in the sales and service sectors of the marketplace. It taps the knowledge of some of the acknowledged high profile gurus of the automotive industry, sales trainers of other industries, owners and sales managers that I have worked with and some that I worked for, as well as psychology specialists and motivational speakers.
Many of the sales and service people whom I have worked with or who have worked directly for me have shared some of the information presented here. Interestingly, some of the best information that I have gathered has been gleaned from listening to the wishes, thoughts and fears of my customers over these past years. Some ideas simply came to me and, as a result, I developed certain techniques presented in this book. I am grateful to have the opportunity to share this knowledge with you so that you may learn and reap the rewards of your efforts.
Selling can be one life's most rewarding careers. It drives our economy every single day because, truly, nothing happens until something is sold. Selling is a profession where only truly dedicated professionals survive and prosper.
If you haven't yet reached the levels of success that you have dreamed of, chances are that you have been following the wrong path. Fortunately it's not too late to change direction. Don't regret what has happened in the past. You have no control over the past. But you can choose to make the right choices for the future. Adopt this concept today. "If it's to be, it's up to me".
As you go through the material presented here you will notice that many of the examples I use will refer to the selling of hard goods marketed in a store type environment. I chose this format because I believe that most people will find it easier to relate to the sales of a tangible rather that an intangible item. That even includes those who are selling or will sell intangible products.
That does not mean that representing or selling intangibles is a significantly different set of skills. The same rules and techniques will always apply to both tangible and intangible items. The sale of intangible items takes one particular skill to a higher level than is required for the sale of most hard goods. That is the skill necessary to present mental pictures and to generate acceptable feelings concerning ideas and concepts without the aid of a physical demonstration of the product. In selling a tangible we have the ability to employ many or all of the physical senses. When selling an intangible we often must rely much more heavily on emotions and on feelings.
Now open your mind to new ideas, prepare to have some sales industry myths destroyed and most importantly be prepared to "Get Paid".

Getting Paid is Good !!

TABLE OF CONTENTS

PREFACE
INTRODUCTION
SECTION ONE
The Marketplace and Professional Selling
* An overview of needs, wants and value
SECTION TWO
The Successful Salesperson
      * The magnificent dozen salesperson traits
      * The dirty dozen salesperson traits
SECTION THREE
The Functioning Levels
      * The five levels of living
SECTION FOUR
The Contrarian Approach and The 2% Advantage
SECTION FIVE
From the Customer's Perspective
      * Fear and need
SECTION SIX
When Do You Get Paid?
      * Getting off the roller coaster of commissioned sales
SECTION SEVEN
The Elements of the Sale
      * Selection
      * Affordability
      * Decision makers
      * Like and trust
      * Time
SECTION EIGHT
The Sales Cycle Overview
      * The road to the sale
SECTION NINE
The Sales Cycle
    1) Prospecting
          * The need for
          * Prospecting sources
    2) The Introduction / Meet and Greet
          * First impressions
          * Do's and don'ts
          * Dialogue
          * Needs and expectations
    3) Qualification / Consultation
          * Listening
          * Hot buttons
          * Body language
          * Asking questions
          * Deferring trade valuations
    4) Product Selection
    5) Product Presentation
          * Perception is reality
          * Showtime
          * F.A.B. presentation defined, with examples
          * Techniques
          * Tie-down questions
    6) Product Demonstration
          * The fear of
          * The need for
          * Techniques
          * Dialogue
    7) Confirmation of Selection
          * Prospect options
    8) Recap Benefits of Store, Organization and Self
          * Last chance to build value
    9) Write Up/ Getting the Now Commitment
          * Technique and dialogue
    10) Negotiations
          * Fair negotiations
          * Possibile points of negotiation
          * Deferral techniques
          * Trade values
          * Price and dialogue
    11) Close
    12) Contract, Credit department, Sales Register
    13) Delivery Preparation
          * Possible delays
    14) Quality Delivery Procedure
          * Key to referral business
    15) Ongoing Follow-up Activities / Obtain Referrals
SECTION TEN
Selling Extras and Accessories
      * The opportunity
      * Examples
      * When to offer
SECTION ELEVEN
Objections and Conditions
      * The five conditions
      * Objections or obstacles
      * Tools for handling objections
SECTION TWELVE
Some Distinct Challenges
      * The female buyer
      * Dealing with the invited advisor
      * Dealing with the shopper
      * Taking and mainting control
      * Buyer personality types
      * The ethnically diverse marketplace
      * The event sale
      * Dealing with customer "Heat"
      * Leasing as a viable payment option
SECTION THIRTEEN
Outside or Direct Sales
      * Differences and opportunities
SECTION FOURTEEN
Telephone Power
      * Tips for mastering the telephone
      * Effectively handling incoming sales calls
      * Effectively handling outgoing sales calls
SECTION FIFTEEN
Letter Writing and E-mail
      * Tips for effective letter writing and e-mail
SECTION SIXTEEN
Tracking Your Closing Ratios and Following up
      * Tracking your closing ratios
      * A variety of follow-up systems
SECTION SEVENTEEN
Time Management
      * How it can work in your life
SECTION EIGHTEEN
Survive and Prosper
      * Continue to learn
      * Learn to be humble
      * Understand reality
      * Understand that your career is always your own personal business
      * Understand your relationship with your fellow salespeople
      * Understand your relationship with your manager
      * Use all the tools in the toolbox
      * Live a balanced lifestyle
      * Find contentment and opportunity under your feet
      * Never work for an obnoxious jerk
      * Never compromise your honesty
      * Be gentle with yourself
      * Remember to have fun
Desiderata
Notes
About the Author

Catalogue Information